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CBFA 03 - Understanding the Client Builder Principles


Description
The foundation upon which the program is built.
Content
  • The Client Builder Principles
  • The Client Builder Principles
  • Principle #1: You must believe in what you sell
  • Simon Sinek on "authentic behavior"
  • Principle #2: Keep your focus on your prospect at all times
  • Simon Sinek on the importance of making it about them, not about you
  • Principle #3: The better you are at prospecting, the better you’ll be at selling
  • Jill Konrath on detaching from the outcome to improve your focus and performance
  • Principle #4: Seek to be respected, instead of being liked
  • Principle #5: Collaboration, not competition, is appropriate mindset for selling
  • Ed Wallace on being collaborative
  • Principle #6: People buy emotionally; they only justify decisions rationally
  • "How emotions impact our buying decisions" from CBS's Sunday Morning
  • Dr. Antonio Damasio on how emotions are absolutely critical to making decisions
  • Principle #7: The strongest emotion that influences people to buy is "pain"
  • Dr. Robert Cialdini on how the fear of loss outweighs desire for potential gain
  • Principle #8: Use systems for prospecting and selling
  • Principle #9: You can’t “convince” anybody of anything
  • How asking questions works better than telling
  • Principle #10: Selling is essentially a process of disqualification
  • Neil Rackham on how smart salespeople are good at disqualifying
  • Principle #11: Give your prospect the freedom to say “no”
  • Dr. Michael Pantalon on letting people make up their own mind
  • Principle #12: Give yourself permission to fail
  • Larry Lewis on giving yourself permission to fail
  • Test Your Knowledge
  • Quiz: The Client Builder Principles
Completion rules
  • You must complete 85.00% of the content
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